The Do’s & Don’ts of International Tradeshows

Agenda Reed Exhibitions – Introduction Strategic Partnerships How to prepare for an International Tradeshow What to expect at an event How to follow up after an event Resources

Introduction Size and scope – The world’s leading events organizer, with over 3,000 employees in 33 offices serving 44 industries worldwide. Events – RX organizes over 500 events in 42 countries. A market reach of over 7 million.

Industries & Events – Aerospace & aviation – Automobiles – Broadcasting – Building & Construction – Electronics – Energy, Oil & Gas – Engineering – Environment – Food Service & Hospitality – Gifts – Healthcare – Interior design – IT & telecoms – Jewelry – Life Science & Pharmaceuticals – Machinery – Manufacturing – Medical – Printing & Graphics – Property & Real Estate – Security & Safety – Sports & Recreation – Travel

International Sales Group helps: U.S. based group of industry specialists Choose the right Reed event globally Find the best route to market Secure financial support for client participation Overcome language barriers Organize your participation Avoid local misunderstandings Deal with any problems onsite Reed Exhibitions International Sales Group (ISG) USA operates in partnership with U.S. based Government Bodies and Trade Associations to support global growth.

U.S. Commercial Service & Reed Exhibitions Why are we partners? Goals align perfectly We help SME’s to develop and increase exports We educate U.S. firms on new markets and industries -Webinars – Seminars – Competitive events We develop pavilions and create special packages to support U.S. firms We are partners, helping build international export successes

Local Support, Global Connections Exhibiting abroad is one of the quickest and most cost-effective ways to reach new export customers and rapidly grow your business. Trade shows deliver: – Safe and structured environment to explore markets – Cost-effective market entry – Targeted, qualified contacts – Face time with potential customers/business partners – Resources to make market entry turn key and stress free

Budgets & ROI for Exhibiting Clients Budgeting for expansion Is crucial, not only does it take a monetary investment you must also invest time – you should plan to invest 3 years in any new market, but especially Asian markets, to fully benefit from expansion What are our primary cost areas? Not too different from domestic shows - space, travel, shipping, T&E ROI - What do you base your return on? New relationships, new leads, brand presence and exposure, competitive advantage, sales opportunities

Your Stand: How it Works Overseas shows typically provide “stand builds” –Turn-key, cost effective options to building up your space –Built up space typically includes: Shell Scheme (no pipe & drape) Carpet Name board Electricity Lighting Furniture

Stand Etiquette Good  Welcoming  Professional  Adequate staffing  Knowledgeable  Alert  Interested  Energized  Friendly Bad  Dress unprofessionally  Unattended stand  Chat with each other  Look bored  Use a cell phone  Sit down  Eat at the stand

Post Show Follow Up Follow up is directly related to your ROI –Did you know, almost 50% of exhibitors do not follow up with prospects they meet at shows? Have a follow up plan or telephone, , or client visits. Utilization of U.S. Commercial Service programs –There are multiple follow up tools provided by trade shows Database access eNewsletters Banner ads

Resources ATA Carnet Information – Currency Converter – World Time Zones – Passport/Visa – Required travel documents – Calendar of Events –

Questions Kelley Brady Export Development Manager P: E: